Senior Account Manager

About the position

Primo Brands is a leading branded beverage company in North America with a focus on healthy hydration. We are proud to offer an extensive and iconic portfolio of highly recognizable, sustainably sourced, and conveniently packaged branded beverages distributed across more than 150,000 retail outlets. We are currently seeking a Senior Account Manager - Foodservice & Vending Wholesale Distribution reporting to the Director, National Accounts for Foodservice Distribution. This position will be responsible for managing Primo Brands partnerships with Foodservice Wholesalers in the Northeast & Mid-Atlantic regions. The position requires the candidate to reside in the Northeast - Mid-Atlantic region requiring up to 50% travel.

Responsibilities

• Total sales, financial & relationship management of Foodservice Wholesalers (including Sysco, Us Food, Gordon Foodservice, PFG, Chef's Warehouse, Baldor, Vistar, etc.)
• Total sales, financial & relationship management for the region
• Total financial, trade spend & volume forecasting management of all customers within territory
• Facilitate Joint Business Planning & multiple level customer engagement
• Lead the integration of customer strategies with channel strategies to develop aligned business plans that achieve profitable sales objectives.
• Leverage total PRIMO portfolio mix to drive NNS growth through 'Premiumization'
• Profitability: Own responsibility for the customer Marginal Contribution & effectively manage to accomplish assigned financial objectives
• Customer/Channel Expertise (Foodservice & Vending Wholesale)
• Leverage channel/company strategies & working cross functionally with DSD, customer service, finance, supply chain, customer development & marketing
• Develop Customer Business Plans for assigned customers through application of the channel strategies & spending guardrails
• Prepare & deliver effective selling presentations. Effectively align with key distributor sales representatives to train & support via the work with process.
• Negotiations of key customer contracts & business development programs & concepts, leading to long-term profitable partnerships
• Effectively manage broker sales representatives in the region.
• Identify & open new distribution options in the region.
• Utilize tools to forecast volume & annual trade spend. Manage deductions & reclaim any unauthorized deductions. Customer rebate payments & growth program management
• Deliver Channel Results: Achieve Total Net Sales Targets. Deliver Net Sales/CE Targets, Trade Rates Targets within Budget, Achieve Cost-to-Serve Reduction Goals, $ Share Growth, Deliver Innovation Net Sales Targets, execute Promotional Evaluation training & improve ROI of our trade rates, Optimize Broker Management

Requirements

• 5+ years in sales large customer & distribution management
• Northeast Foodservice Wholesaler & Regional account management experience
• Strong account management & category management skills
• Effective selling & negotiation skills
• Foodservice Broker Management
• Project Management & decision-making skills
• Strong financial & P&L management skills
• History of delivering sustainable growth & exceeding customer plans with strong category management skill set
• Proven track record in large Foodservice customer management & sales planning
• Solid analytical & technical skills in MS Office
• Experience in selling and financial management within the Foodservice & Vending channels
• Skilled at building & maintaining cross-functional relationships internally, with customer & broker
• Presentation development & building skills
• Strong presenting skills in one-on-one & group situations

Benefits

• Annual bonus eligibility